The key question that arises in the analysis of personal characteristics, is the conditions under which the personal characteristics of participants in the negotiations are the most important. The more clearly defined roles in the situation of the talks, the less influenced by personal factors on the course of negotitions. The more ambiguous negotiating situation, the greater the impact on the negotiation process have personal factors. From the above it can be concluded that personal style has more to do with the level at which negotiations are under way: the higher the level of negotiations, the independence of the participants in the decision, the less defined by their roles, and therefore more and more important their personal character. Therefore, issues related to the personal characteristics of the negotiation, particularly important for those cases where negotiations are taking place at high and top levels. The negotiation process is an informal socio-psychological structure such as a set of different psychological types of personality, professionally prepared in different ways. In terms of individual psychological data typing possible physical constitution and characteristics of the nervous system. These include the traditional division into astenics, picnics and athletes, sanguine, choleric, phlegmatic and melancholic. There are many criteria for the classification of the individual